Now Hiring - Jones Lang LaSalle Incorporated - Sr. Director Sales - Federal in Baltimore, MD

Full description of the position

About the Tech Advisory & Sales Team Tech Advisory & Sales team supports both JLL Technologies (JLLT) and Work Dynamics (WD) to serve the needs of our enterprise occupier clients driving their sustainability, technology and real estate agendas through the use of technology. By combining innovative JLLT technologies with WD's world-renowned expertise, we're able to unveil untapped opportunities to shape the future of real estate for a better world. Our Work Dynamics teams provide tech-enabled solutions and global, end-to-end, connected capabilities to help create more sustainable environments, keep people connected and address every aspect of the employee experience and their well-being. Our JLLT teams deliver a comprehensive technology portfolio of purpose-built software platforms, apps, hardware and technology services, as well as innovations from venture-backed companies. Our best-of-breed portfolio is designed to meet and exceed the industry's demands for better business intelligence, workplace experience, and smart building platforms. JLL Technologies helps organizations transform the way they acquire, operate, manage, and experience space. Role Purpose The Senior Sales Executive, Federal is a sales position with primary responsibility of driving sales bookings contributing to revenue growth across assigned JLLT products within a defined territory of US Federal Government accounts. The role has a responsibility to identify and resolve the client's pain points and develop and sell winning and profitable solutions. This is achieved through selling outcome-based solutions using structured sales methodologies and tools such as Miller Heiman and Salesforce. The position requires well versed expertise across many domains of real estate and facilities culminating in the bringing together of multiple software product and services solutions to solve clients' needs. The role requires strategic problem-solving ability and established credibility in the Commercial Real Estate community that instills confidence and trust. Key responsibilities include: * Achieve and exceed individual annual sales booking quotas while meeting target margins, as well as in-year won & earned revenue targets for assigned accounts. * Manage multiple existing Federal accounts while targeting new accounts. * Responsible for understanding all aspects of the assigned customers globally; including but not limited to: Available Market, Market Share, Customers Business Objectives, Goals, and Technology Landscape. * Cosell with business partners in the software space to build relationship and drive closed sales. * Develop and maintain accurate Account Plans and Share of Wallet data in Account Planning Systems, inputting opportunities into early-stage pipeline in Salesforce and maintaining opportunities in Salesforce throughout the sales cycle. * Build strong relationships with Client contacts across CRE, IT and other department contacts, in collaboration with JLL Client Account Team to introduce products and solutions to the client. * Alongside sales leadership, assist in driving client pursuit teams to develop, sell and contract JLLT products and solutions to meet the client's requirements. Facilitate the contract negotiation with support from JLL legal team to maximize profitability and appropriately manage risk to the firm. * Maintain accurate sales reporting information in Salesforce while following JLL's robust sales and solution processes. * Develop a thorough understanding of JLL's broad capabilities to meet client needs, recognizing opportunities to expand the client share of wallet by partnering with WD and JLLT product, business and service line leaders. * Collaborate with additional Markets, Capital Markets, JLL Technologies and Work Dynamics team members to deliver the full value of OneJLL. The Candidate Experience * 10+ years of sales or sales solutioning experience at a large, global organization. * 5+ years of experience selling into Federal government or prior work experience in Federal government directly. * Experience across multiple disciplines of Corporate Real Estate services, technologies and/or solutions to include but not limited to IWMS, EAM, CMMS solutions and related services. * Proven capabilities in growing relationships at the executive level. * Demonstrated ability to develop opportunities and close new business or expansion sales. * Experience with successful selling outcomes using structured sales processes and tools such as Miller Heiman and Salesforce. * Successful track record of achieving immediate credibility; presenting varying ideas to create value and challenge the status quo; and able to think quickly, listen well, and understand how to react and modify approach in front of clients and other key influencers. * Dedicated to exceeding client's expectations by working alongside the services teams to ensure excellence in delivery is achieved delivering win/win outcomes. * Strong influential skills with ability to work across diverse stakeholders to drive common solutions. * Understands the market of CRE Technologies, particularly IWMS solutions. Behavioral Competencies * Passion to Win - wakes up every day thinking about how to engage new clients and beat the competition. * Strategic mindset - able to see big picture and future direction of the business, then translate into achievable new business development opportunities. * Influential - persuasive yet instills confidence among stakeholders, gravitas to drive change and obtain results. * Connector - can bring together various constituents across the organization to help drive client solutions. * Thrives in Ambiguity - can navigate through a complex, multi-faceted organization with multiple stakeholders. * Obsessed with customer habits - can use data derived from those behaviors; and trends within the industry to drive share of wallet. ,